Axis Communications to tap active partners in India in 2016

Axis Communications, a Swedish manufacturer of network cameras for the physical security and video surveillance industries aims to expand its channel base in India. The company intends to focus on strengthening its channel business in the country and increase the active partners in 2016.

In an exclusive interaction with the DQ Week, Sudhindra Holla, Country Head, Axis Communications said that channel is the key to success for Axis and the company would have its footprints in the new territories through its focus and active partners.

“We had launched “Closer to the partners” initiative in 2015 to provide best in class support to our partners. Since, we have been working very closely with our focus/loyal partners so that they can deliver the solutions to the end customers more efficiently. We will enhance our focus on this channel program in this fiscal”, Holla said.

Axis Communications follows the tier 2 model and sell only through system integrators.  The company has global partners such as G4S, Honeywell, Tyco, ICD and Siemens and focus partners such as Nextgen Integrated Systems, Unicom, Netplace, Wipro , L&T, SVNT, Chubb, Vihawk, Nervecentrex, Vantage, MK, Poliexcel and Technosys who are engaged with the vendor on some of the large projects. “We intend to increase the active partners. However, this is not to create a competition within our channel, but to increase the number of customers buying solutions from Axis” Holla said.

Axis Communications has been engaged in some of the crucial critical infrastructure projects. The company recently executed the Nanded Safe City project. Holla said that Axis intended to play a significant role in the Smart Cities and Safe Cities projects rolled out by the government. “We see ourselves playing a major role in such kind of initiatives. We are engaging with the consultants who are nominated for these government projects and we are trying to share our experiences with the customers and the consultants”, Holla said.

At present, Axis Communications serves to nearly 750 enterprise customers. The company claims to have installed more than 100 thousand plus cameras across the industries and verticals so far. Holla said that Axis Communications would work towards establishing itself as a solution provider company rather than camera only company.

“We will be focusing on the four key growth pillars of our business in India. The first and very significant element is strengthening our partners. Secondly, we will increase the number of active partners in India. We will enhance our product portfolio with cutting edge technology solutions and bring innovative offerings for our partners. Another key focus area is to get involved in strategic projects like critical infrastructure projects, defence projects and City surveillance projects” Holla said.